Trending Sources

Writing Is 20% of Content Article Marketing

Increase Sales

With so many small businesses with under 20 employees (97.7% of all U.S.businesses), content article marketing through blogs or distribution sites has become the a popular marketing tactic.  For example,write an article on LinkedIn Pulse and you will attract attention and maybe even get a new sales lead. The other 80% should be promoting that article.

Marketing and Sales Alignment: Creating a “Sales Marketing Group”

Pipeliner

In our recent series on Marketing and Sales Alignment, we’ve discussed many ways in which Marketing and Sales can work as a cohesive unit, instead of in traditional isolation and (often) conflict. recent article in Harvard Business Review entitled Ending the War Between Sales and Marketing pointed out that a case can be made [.]

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Missing the Obvious in B2B Marketing Actions

Increase Sales

Sometimes the simplest B2B marketing actions deliver the best results. Unfortunately, these are usually the most obvious and ignored even with the plethora of marketing, selling and overall sales advice. So much is written about B2B marketing actions specific to content marketing, context marketing, websites and face to face B2B networking events. 

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5 Articles to Inspire Customer Experience Success

The 1to1 Media Blog

Many companies think of customer experience, however, as a flashy marketing campaign, a cool social media outreach effort, or putting associates through a one-time training program. Customer experience today means everything. With retailers announcing seemingly on a weekly basis of store closings, experience is more important than ever before. To do customer experience right, everyone might be responsible for delivering on it and be held accountable for its success or failure. Experience must be woven through the culture and delivered consistently across channels.

Social Marketing Is Not Social Selling

Increase Sales

Years ago I read “marketing is not selling.” ”   With the impact of technology, this statement can be easily revised to “social marketing is not social selling.” ” Unfortunately a whole lot of experts are confusing many people and suggesting social marketing is something new or operates by a different foundation. Engage first; sell second.

Let’s Get Real About the Goal of Marketing

Increase Sales

If the purpose of marketing is to attract attention, then the goal of marketing is…? The goal of marketing within any sales process is two fold: Make a friend. This is why so much emphasis is placed on measuring the goal of marketing.  How many people took action to your marketing effort?  Additionally I received 20 invites to date since this article was posted.

Double Article Friday and the Death of All Selling Forever

Understanding the Sales Force

Especially this Friday when you get my powerful rant below, as well as two bonus articles! The Selling Power Blog has my new article on why consultative selling is so difficult. And over at Top Sales World , my article on the premature announcement that SPIN Selling is dead is one of the top 10 articles for last week. You don''t replace salespeople with marketing.

The Collision of Expertise and Content Marketing

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Content marketing is a great vehicle to attract attention especially if you are a SMB owner with half way decent writing skills. Good marketing does include a call to action. The other comments and the sharing of this article suggested that I indeed was not using my expertise to provide an infomercial.  Credit www.gratisography.com. And that is okay. Share on Facebook.

Marketing Opportunities Abound Provided…

Increase Sales

Deep pockets are no longer required to market a business.  Social media has especially leveled the SMB market place.  There are many marketing opportunities to attract attention and begin to build relationships provided the following elements are in place: An ideal customer profile. Ability to write interesting and even sometimes emotionally compelling articles or posts.

Measuring Content Marketing Success

Fill the Funnel

Content marketing tactics such as blog posts, feature articles, optimized website copy, white papers, social media content and press releases move buyers along a specific path. Most people will agree that content marketing generates awareness of your brand, product or service; inspires consumers to engage and consider you; converts them into leads and sales; and creates advocates. Would love your comments on these two questions: Will you be stepping up your content marketing in 2014? Original article: Measuring Content Marketing Success ©2013 Fill the Funnel.

Maybe Better Marketing Not More Marketing Is Your Answer

Increase Sales

Marketing is the key to building any small business.  Social media has provided very affordable better marketing channels for you to reach out from the comfort of your office. Yet with all these attracting opportunities from social media to business to business networking is more marketing what your small business really needs? These articles are: Not well written.

Marketing Mojo or Marketing Muck?

Increase Sales

Have you ever thought that some small businesses seem to have marketing mojo while others, possibly even your small business, appear to be stuck in the muck? Possibly you may think the answer is to hire a marketing firm?  From that effort, you will gain far greater clarity as to: Your market place position respective to your solutions (products or services). Market trends.

Top 10 Kurlan Sales Articles of 2013

Understanding the Sales Force

wrote and posted exactly 100 new articles since my final article of 2012 when I announced your favorite all-time Kurlan article. I''ve chosen 10 from this year''s articles that were either very popular, contained many comments, or thought-provoking. Here they are in no particular order - My Top 10 Articles of 2013: SALES. The Key to Powerful Sales Conversations.

How Social Media Influences Market Reach

Increase Sales

For any business from the smallest to the largest, market reach is essential. This is why marketing is the first phase of the 3 Phase Sales Process. To achieve this essential component for business growth and business success is 100% connected to marketing one’s message. LinkedIn Pulse platform is an incredible marketing channel especially for those in B2B. 

Plagiarism in Content Marketing May Come with a Tsunami Backlash

Increase Sales

Many independent small business owners especially in the executive coaching and consulting arenas engage in quality content marketing to attract attention and begin to build relationships. He made a formal apology to Anthony and hopefully has learned his lesson. I am sure there are hundreds of my articles that have been sliced and diced by unethical individuals.  Share on Facebook.

2016 Marketing Predictions Start to Unfold

Salesfusion

As we approach the end of the first quarter, it’s exciting to see some of the 2016 marketing predictions and trends from the top B2B marketers—including what our own CMO, Malinda Wilkinson shared—start to unfold. You can also check out all the marketing strategies savvy tech marketers are incorporating this year here. Marketing Insights. B2b marketing

Make Better Data-driven Marketing Decisions

Pointclear

Well, in an article published by the Georgia Institute of Technology, “Too Many Choices Can Lead to Bad Decisions” (February 2015), researchers found that “The frustration of picking one thing from dozens of options can take over and lead to choice overload.”. Earlier this year, the 2015 edition of the Marketing Technology Landscape Supergraphic was released and—are you ready for this?

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Guest Article: “Don’t Wait for a Bone,” by Tibor Shanto

Sales and Management Blog

Some get no support from their marketing teams.  Processes that include reviewing current engagements to understand, get a head of and respond to market trends and continue to be of value to the market and your buyers. Don’t Wait For A Bone. by Tibor Shanto. This in itself is not the worst thing sellers can face, as overcoming this is a question of will, learning and practice. 

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How Effective is Gimmick Marketing?

Increase Sales

One of my colleagues, Greg, shared what he believed to be a gimmick marketing message from a local real estate firm who wanted to meet with him just to ask two questions.  Over the years I have witnessed a variety of what is now called “gimmick marketing.”  From poorly worded marketing messages to unusual inclusions, there is a lot of ineffective marketing happening in the workplace.

Guest Article: Agile Field Sales Teams are the New Winners

Jonathan Farrington

Being Agile Drives Better Execution of the Sales Plan, and Deeper Market Penetration. This results in broader and deeper coverage in the market, with more prospects being called on, and more of the right conversations occurring at these meetings. develops and markets Salespod and SalespodExpress Agile Field Sales tools for managing Outside Sales and Marketing teams. 

Combo Article Friday - Finding New Business and Sales

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan I wrote an article for the Sales Blog over at Hubspot on how Inbound Marketing has really been around, like, forever. The article was about who should be your first sales hire. wrote my own article on the topic 3 years ago called Startups and the Dilemma of the First Sales Hire. Chime in! You can download the issue here.

Guest Article: “TEAM SELLING–Lone Wolfs no longer reign supreme,” by Dr. Richard Ruff

Sales and Management Blog

Transformational Market Change. First, several markets are undergoing a transformational change where the customer is demanding the salesperson brings a broader and deeper level of knowledge to the sales process. good case in point is the medical market where the Affordable Care Act plus other social and economic trends are transforming the health care landscape.  Among market leaders sales managers expect and support their salespeople to leverage all the personnel resources that are available. Team selling – lone wolfs no longer reign supreme by Richard Ruff.

Selling value in the medical device market – good is not good enough

Sales Training Connection

Medical device sales - underlying sales success in this market is the recognition that selling value is a strategic imperative.  In the medical device market there are windows of opportunity such as when a new product is launched where one device may be significantly better. Medical device sales. This challenge requires abandoning the product sale and moving to selling value.

Stop Wasting Money On Marketing Automation, Personas, And Content Marketing!

Partners in Excellence

Recently, I lamented about the challenge I face with my email Inbox in Your Marketing Is Driving Me Away!     I spoke of the ever increasing volume of email messages that are simply irrelevant, undifferentiated, or poorly executed.  And these are the marketing emails from well established organizations, sent by marketing and sales professionals. Everyone gets the same thing!

5 Sales & Marketing Thought Leaders Weigh In on Inbound Marketing

Pointclear

In the article I assert: "A healthy, driven inbound marketing department is great, but over-reliance on inbound marketing (what I call ''inbounditis'') negatively affects the revenue backbone of any company. From Matt Heinz , president of Heinz Marketing : "Inbound marketing can be both highly effective and highly inefficient. But you need both!

Integrating Your Product Strategy with Your Go-to-Market Strategy

Sales Benchmark Index

Article Product Strategy

Guest Article: “Beware of Who’s Preaching that Prospecting No Longer Works to Develop New Business,” by Mike Weinberg

Sales and Management Blog

camp peddling products, services and content for Inbound Marketing.  And I’m as big a fan as anyone of integrating new media and smart inbound marketing into our business development initiatives. Social media and inbound marketing are great supplements to, not replacements for, our personal prospecting efforts. Beware of Who’s Preaching that Prospecting No Longer Works to Develop New Business. by Mike Weinberg. There is a lot of noise and confusion about prospecting in the sales world. Today, the false teachers, many from the Sales 2.0 You get it? group.

Your 2014 Marketing Budget Roadmap

Sales Benchmark Index

As a marketing leader, the CEO is going to measure your 2014 success in three ways: Leads – Number of Sales Qualified Leads delivered to Sales. Opportunities – Percent contribution by Marketing to the Sales Funnel. Wins – Percent contribution by Marketing to Sales Revenue. Get a peek at what the best in class marketing leaders are planning in 2014 and why.

Top Sales & Marketing Influencers 2014

Steven Rosen

Top Sales & Marketing Influencers. For the second year running, I was honoured to have made the list of  The Top Sales & Marketing Influencers. . I am humbled to be in such great company. Each year, Top Sales World engages a small team of professional researchers to discover who are the sales and marketing experts, who genuinely influence the way we think, and sell.

In Marketing Time Is Relative

Increase Sales

What has changed in marketing is the amount of messages being received by ideal customers and target market. Marketing people including salespeople learned this past July that the average persons spends more than 20 minutes a day on Facebook (Business Insider) while checking their phones 150 times a day (Kleiner Perkins Caulfield & Buyers). Credit www.gratisography.com.

Which Article Hits You The Hardest?

Dave Stein's Blog

During October and November I ran a four-part article of a wonderful interview I did with my Irish colleague, Angela Byrne, on doing business in Germany for SMEs. Cover story) (Mar/Apr 2012) This featured article provides a clean path on how to evaluate and select the right sales training partner for your business. The post Which Article Hits You The Hardest? Not enough.

Guest Article: “Why You Want to be a Teaching Organization Not a Sales Organization,” by Jim Keenan

Sales and Management Blog

Does your marketing organization regularly provide the sales team with new, updated, industry data and “how to” information they can use to educate prospects? marketing sales selling jim keenanWhy You Want to be a Teaching Organization Not a Sales Organization. by Jim Keenan. Do you want to know where the biggest opportunity for sales growth is today? Are you looking for a new, sure fire sales strategy that will increase sales, get you more leads, accelerate sales cycles, reduce cost of sales and improve close rates? Customers today are looking for more than product information.

Are you a Marketing Dinosaur?

Sales Benchmark Index

To get to the position of CMO or VP of Marketing, you are a top talent. Marketing as a skill is no different. Download the marketing leader assessment to identify your blind spots. Reaching the most senior marketing position requires A-Player talent. Now that you’re on top, your marketing skills may be eroding. New trends surfaced by tech-savvy marketing staff.

Guest Article, Sales Lead Brownouts Produce Sales Dips Wihin Three Months, Leading to Pipeleine Failure, by James Obermayer

Sales and Management Blog

Sales Lead Brownouts Produce Sales Dips Within Three Months, Leading to Pipeline Failure. 1. by James Obermayer. Companies often decide to curtail lead generation spending because cash flow slows and sales stagnate.”. Please reread that last sentence.  Of course, I can understand caution when cash is short, but slowing down lead generation is not the way out of the morass.  This is how it works.

Time to Kick Your Social Marketing into High Gear Part 3

Increase Sales

Social marketing is no different. When sales professionals and SMB owners decided to incorporate social marketing as one of several marketing channels, this is not a one time event or a sporadic action.  To be successful using social marketing means every day you must be kicking  your efforts toward the goal post. In business results matter. Share on Facebook.

Multiply your Content Marketing by 6X

Sales Benchmark Index

The demands for content creation on today’s marketing team can take the form of a raging beast. Marketing teams are fighting to keep up. Too often Content Marketing leaves a wake of smoldering bodies as it devours every ounce of capacity. Chief Marketing Officers are struggling with guiding their teams on how to keep up. Inbound Marketing tactics are fueled by content.

Guest Article: “7 Sales Prospecting Ideas that Work,” by Mark Hunter

Sales and Management Blog

Have in place some sort of a low-touch contact or marketing program that allows you to remain in contact with these cold-leads from time to time. 6. 7 Sales Prospecting Ideas That Work. by Mark Hunter. The biggest item on the “to do” list of most salespeople is finding good sales leads. Here’s a list of 7 sales prospecting ideas you can use right now: 1. Give away prospects to others. You heard me — give away prospects. What I mean by this is help other salespeople develop leads. When you meet someone who might benefit from what another person sells, match them up. Believe in yourself.

Old School Marketing Beliefs Are a Barrier to Business Growth

Increase Sales

The professional business person stated unequivocally “I believe in old school marketing.”  As I listened to his old school marketing beliefs I realized he truly did not understand marketing and wondered how much more successful his former business could have been. What Is Marketing? Marketing is all about attracting attention and building relationships.

Does Your Content Marketing Smell?

Increase Sales

Have you considered this sense respective to your current content marketing efforts? Yet, with all the self-promotion, repetitive, poor to actually painfully boring content marketing there appears to be an odor something akin to Limburger Cheese or dead fish wafting through cyberspace. With a little effort, this smelly marketing can be reversed.  Seventh, do not sell. 

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 1]

Pointclear

According to a report by SiriusDecisions, 2015 State of Account-Based Marketing (ABM), more than 60 percent of companies plan to invest in technology for ABM to better align sales and marketing over the next twelve months. Account-Based Marketing (ABM) is hot right now, and the responses I received were excellent. ABM aligns marketing and sales. Account-Based Marketing